If You're Not Out Selling, You're Being Outsold

by St. Lawrence, Michael; Johnson, Steve

• ISBN13: 9780471191193
• ISBN10: 0471191191
• Edition: 1st
• Format: Hardcover
• Copyright: 1997-10-28
• Publisher: Wiley

Summary

The first breakthrough sales book in nearly a decade distills the lessons learned by the bold new generation of sales professionals. Thirty-something sales gurus St. Lawrence and Johnson draw upon their own experiences and those of 850 top sales pros with whom they conducted face-to-face interviews to tell readers what it takes to be a high-impact player in today2s rushed, cynical, stressed-out business world.

Author Biography

MICHAEL ST. LAWRENCE & STEVE JOHNSON are partners and cofounders of Outsell, a sales training and consulting business. Before they founded the business, St. Lawrence was vice president of product development and national accounts at Dale Carnegie. Steve Johnson was in the sales training field for 10 years and also worked at Dale Carnegie. Their clients include Merrill Lynch, Pacific Bell, Blue Cross, Dean Witter, The Trane Company, and The Money Store.

Table of Contents

1 If You're Not Out Selling, You're Being Outsold	1	(12)
2 One Life, One Boss	13	(52)
3 Under Construction	65	(34)
4 Tell It with Gusto	99	(48)
5 Signed, Sealed, Delivered	147	(34)
6 Eat Breakfast with Champions	181	(30)
7 Life's Hard; Hunker Down and Reach Higher Ground	211	(32)
8 Live, Thrive, and Come Alive in the Impact Zone	243	(12)
Index	255